Territory Sales Manager

ROLE FUNCTION AND PURPOSE
1. Achieve designated sales quotas
2. Proactively develop and maintain customer base within allocated geography
3. Routinely meet with, identify and address the business needs of accounts and prospects

KEY DUTIES AND RESPONSIBILITIES

Knowledge
• Complete understanding of all McDonough Marine products and services, with the ability to demonstrate those products, as well as their working sectors both geographical and verticals
Sales
• Achieve monthly sales results and grow revenue
• Establish new, and service existing accounts by planning and organizing meetings that facilitate meaningful dialogue that identifies business needs, issues and, or concerns
• Develop and deliver high quality presentations, and proposals illustrating how McDonough Marine Service’s products and services effectively address the business needs, issues and/or concerns of the customer
• Develop relationships with key customers to make McDonough Marine Service a preferred vendor to those customers
• Actively participate in negotiating and closing of contracts with customers in assigned geography
• Support and participate in the organization’s HSE Program to conform with all safety requirements
• Learn the “McDonough way” of selling, and utilize it fully in the execution of these responsibilities
Planning and Reporting
• Establish and maintain an Annual Territory Plan, broken down quarterly, and executed on a weekly basis to maximize sales opportunities in your designated geography
• Maintaining an ongoing Project Tracking List to assist in sales revenue forecasting, and yearly budgeting
• Keep accurate records for all transactions through the use of CRM System, such as daily call reports, weekly work plans, and proposals offered
Travel
• Resides within assigned geography
• Ability to travel as necessary, with up to 50% overnight travel required for this position

QUALIFICATIONS & EXPERIENCE
• 4 year Bachelor degree, or equivalent experience required – Business Management, Business Administration or Engineering preferred
• Proven successful outside sales track record, preferably with Business to Business experience – Heavy Civil Construction knowledge and/or experience beneficial
• Demonstrated ability to learn and apply technical and product related information
• Demonstrated ability to identify opportunities, and generate demand within an assigned geography
• Outstanding communication and presentation skills
• Demonstrated ability to work independently, and/or collaboratively, to fully leverage the capabilities of the organization in order to drive sales while exercising good business acumen, judgement, professionalism and persuasiveness in a concise, compliant, and ethical manner
• Knowledge of developing and implementing sales best practices and processes.
• Knowledge of Microsoft Office (i.e. Word, Excel, Power Point) and CRM Systems (SalesForce, NetSuite preferred)
• Valid driver’s license, and ability to meet Company driver requirements.